Full text of "Spotlight Magazine"

See other formats

October 2004

BUILD ING
ON, YOUR
BELIEFS

А Monthly Publication with News, ideas and Information for American Income Life and National Income Life Producers

Building On Your Beliefs

Many of us have a belief system in place whether
you believe in a higher power or you believe in the
power of positive thinking. Whatever that belief is,
it remains only that — a belief — unless you work to
make that belief a strong, life-focusing foundation or
а fundamental platform by which you live. What this
s, believing is good, but it takes work to make
f a reality, or rather a working, functioning
part of your life.

"To give you an example of what I mean or rather the
best scenario I can equate this to, is relationships. For
example, when Dottie and I first met, we had this
lovie-dovie, warm and fuzzy feeling all the time, and
after time, we began to believe in the power of our
relationship, However, that warm and fuzzy

feeling doesn't last forever and soon you realize a
relationship is more about making it work than it is
about fluttering eyelashes and sweaty palms. ‘The
belief in the power of the relationship is still there,
but it takes a concerted effort to make it work and
last for the long-term.

It may seem like a stretch, but really it isn't. The
same can be said of how we handle our opportunity
with American Income and National Income.

When we first come aboard, we have this great.
feeling that this is going to be a great career, with
more ups than downs, and after time, we begin to
believe it is always going to be this way, In essence,
же are just in the warm and fuzzy stage of our rela-
tionship with our career. Again, however, that feeling

doesn't last, and just like in any other relationship, we
begin to realize that it takes work to make it happen
each and every day and it becomes more than just a
career, but a way of life.

What is important is that in order to sustain that way
of life, that belief in your carcer, you have to work on
it just as you would any relationship. It is all about
solidifying your relationship with the Company.

To go further, we have to get back to what we are.
good at. Sometimes we spend the majority of our
time trying to change things that really don't need to
be changed, In other words, it is about fine-tuning
our strengths and working on our weakness

As we close out 2004, I want you to check your belief
systems and work on them to make them more
effective. I want you to get back to what you are
good at and tweak what needs to be, not changing
things entirely, I believe we are a great Company
with a solid foundation. However, at times I feel we
stray when it comes to our fundamentals,

Again, like I said at the beginning of this article,
believing is good, but it takes work, determination,
and commitment to make your beliefs a reality and
your business a success.

Let's bring it all together for the year's end and make
our beliefs — in the opportunity, in this Company,
and in ourselves — work to our advantage.

Come together!

E poli october 2004 WA come Tug

News Page

Wednesday, Nov. 24, 2004
All business and PR credits must be in

the Home Office to count for November

production.

‘This month AIL and NILICO paid a total
of $776,078.00 in bonuses. For more
information on the monthly bonuses, turn to

Page 15.

Effective Jan. 1, 2004, to be eligible for
bonuses and featured in Spotlight, top
Producers must meet the required Retention
rate or the m Net to Gross. Net to
Gross is used only during the Producers first
cight months.

Retention: 67.0%

Net to Gross: 78%

OSAS arc in Order!
David Ackerman, an MGA with the Eric
Giglione Agency, achieved $100,000 of 13.
month in force pre
Andrew Bishop, an МСА with the Altig-
Hay Agency, achieved $100,000 of 13-month
in force premium.

Omar Hashimi, a GA with the Jatoft-Foti
Agency, achieved $100,000 of 13-month in
force pre
Matthew Hogan, а GA with the Durhon
Oldham Agency, achieved $100,000 of 13-
month in force premium.

Scott Keeney, а GA with the Durhon
Oldham Agency, achieved $100,000 of 13-
month in force premium,

Pablo Pirela, an SA with the Bob Olson.
Agency, achieved $100,000 of 13-month in
force premium.

Paulo Rosa, an MGA with the Rick Altig
Agency, achieved $100,000 of 13-month in
force premium,

The asterisks, shown throughout the magazine, indicate that place will be a year-to-date
award winner. The Producers, who will be recognized at the Cancun Awards Presentation,
are as follows: the top SGA from each category, the top two PR Managers and the top
two PR Representatives from each category, the top five MGAs, the top five GAs, the top
ЗА, and the top ten Individual Producers. Check your production! If there is an asterisk by
your position, you could be от your way to The Fiesta Americana in Cancun! The convention will
be beld June 26-29, 2005.

When we receive conversion applications and the insurance amount on the new application
is less than the insurance on the term policy or rider, we are not always sure what needs

to happen with the "remaining" term coverage. Often, there are no instructions or the
instructions do not clearly tell us if the "balance" is to remain in force or be cancelled.

When only a portion of the term insurance is converted, please indicate the amount and.
whether or not any part of the balance is to remain in force. Clear instructions reduce
complaints and cancellations. We need your belp to prevent both problems,

Occasionally an applicant tests postive for the presence of nicotine, but adamantly
denies smoking, The test performed by our laboratory for the presence of cotinine (a
metabolite of nicotine) is virtually 100 percent accurate. "Therefore, when an applican
docs test positive, you can be sure they are using tobacco in some form. The only possible
explanation for a positive result, other than the use of tobacco, is use of nicotine gum or a
nicotine patch, and both of these are considered tobacco users, Exposure to second hand
smoke will not cause a positive result. Our policy relative to qualification for nonsmoker
rates is simply that the applicant must not have used tobacco in апу form for one year
preceding the application date.

Underwriting often sees second and sometimes third oral specimens collected by the
Agent after someone has tested positive for cotinine and received smoker rates; this is

not appropriate or acceptable, If an applicant challenges the results of the test, the proper
procedure is to have them submit in writing to the VP of Underwriting an explanation of
why they think the test showed positive. Their explanation will be reviewed, and if it is
appropriate to re-test, the Underwriting VP will make that decision and notify the Agent
or the Agency office.

Simply admitting that they do not use tobacco products is not a sufficient explanation to
refute the results of the testing. Аз stated above, the test performed by the lab is virtually
100 percent accurate, and therefore, tobacco products were being used.

If an applicant, who tests positive for cotinine, quits using tobacco and wants Underwriting
to consider a non-smoker rate, they must wait a minimum of one year after quitting before
we will make the change. In order for UW to consider a change in rates, the Agent must
complete a neso application, collect a new oral specimen, and provide a statement from the
applicant of the date they quit and that they have not used tobacco in any form for oue year. In
addition to the test and nexo application, we are relying on their statement of no tobacco use for
our decision to issue non-smoker rates.

peti оли 2001 WL come Tether 3

Questionnaires completed by the Agent at
the time of application provide important
information and reduce the time it takes to
issue a policy. Sometimes, however, we see
imcomplete questionnaires which can cause
extra work and delays in processing a case,
For example, фе Alcohol Use Questionnaire
has two very critical questions:

1, “If no longer drinking, date of last drink?"

2. "Approximately how many drinks in one
day?”

‘These two questions are sometimes not

answered and, yet, their answers provide vital

information to the underwriter.

‘Also, occasionally an Agent will use outdated
or "revised" questionnaires rather than an
updated version, When this happens, the
value of the questionnaire is diminished
because critical questions on the newer
version may go unanswered or the form was
not filed and approved by the respective state,
and therefore, is unusable, Please do not copy
old questionnaires; instead order the most.
current version through Agency Supply or
print one from the Underwriting section of the
Agency Resource Center.

In the distant past, we have had some instances where an
Agent completed a life application and collected money,
but did not submit either to the Home Office. In one
‘example, the Agent apparently decided their applicant
was uninsurable and destroyed the application with the
CWA check. In a second example, the Agent thought
their applicant was uninsurable, but decided to hold the
application and money until the applicant turned 60; then
either re-wrote the application or put in a request that the
applicant be considered for Senior 10 coverage.

Once an application is completed and money is collected,
the Agent must submit both to the Home Office,
Submitting an application in a timely manner is necessary
for creating a record of the application. This way, if
sudden or unexpected death occurs, we are in a better
position to consider a claim. Also, if an applicant dies

and the Agent delayed in submitting, the Company will
likely be required to pay a claim regardless of an applicant's
insurability. In this case the Agent may be liable as well
The bottom line, an Agent should never bold an applicant's
application or money. It is imperative that these items are
submitted to the Home Office as soon as possible!

Any delay in submitting an application can cause the

Company and the Agent to be liable for a claim we
otherwise would not have to pay.

Founder’s Club Outstanding Producers

Bob Olson
Steve Friedlander

Timothy Cuise
Mary Ann Gaelic

Carla Miler John Akers
MaxQuasem | David Cohen
Scott Remmey | Eric Gigllone

September 2004

"бои oF Netto Grow

Spotlight October 2006. В. Come Together

of Marketing
Brenda Frizzell
Hfrizzellailife com
Graphic Artists
Michael Trout
ireut&trshmarksrp com.
Freddie Aguilar

Brandon Elder
John Akers
Nebraska

Ricardo Ferrers
Eric Giglone.
New Jersey

Joshua Freeman
Bill Taylor

Cacla-Marie Antso

‘Connecticut

Justin Harris
Mark Hancock
Indiana

Matthew Ho
Rick Ан
"British Columbia

‘Shawn Jakowcrak
Robert Hughes
North Carolina

‘Aaron James
Rick Altig
Manitoba

Michael Leith Theron McLauchlan Adam Smith
Jstoi- Foni Rick Mansfeld Geneser-Geneser
California Мите Missouri

Eyad Lobbad Karen Montgomery Emeraude Valenciano
Slay Biman avid Zophin Purer-Whittinghill
North Carolina Connecticut California

Dustin Maner Veronica Ochoa Marko Vujadin
Pat Shehan David Cohen Rick Alti
Alabama. California Manitoba

Gene Martin Diana Robinson, Brenda Walker
Bob Obon Rusty Jewell Conard -Blumert
nois South Carolina Maryland

Jessica McDowell Derek Rosara Bernard Wiklendt
Marc Morton David Zophin Mu
Ohio Masachisette Florida.

Tiffany McDowell Frank Silvera ма
John Akers гас Giglione Rick Altig
Nebraska New York North Dakot

Barbara Bomer Jamie Fide Armen Injighulyan Byron Par
James Surace Ronald VanWoesik Josha Chalom
Ohio Ohio Ontario

London Burnet Willie Hayden Scott Johnson Tommy Richardson
анк Surce David Zophin Ramin Kouladji Bil Taylor
Ohio Conneticut Nova Scotia Oklahoma

Gabricl Hernandez Cathy Kay Rhonda Score
David Zophin David Cahen Conard-Blamert
Maine Connecticut California Maryland

Anthony Cannady Pie Hit Тиц Medina Glenn Snowden
Соні Вп Mark Hancock Eric Neal Steve Greer
Virginia Indiana Toas Төз

Melanie Cohen Todd Hogan Manuel Olea Nicholas Sobolski
David Zophin Steve Hartman David Cohen Jan Fot
Masschosets Arizona California California

moted To Master General Age

Nestor Aramayo Horace Johnson Eugene Melamed
Ton Wiliams "Tom Williams Sv Biman
Florida Florida North Carolina

DeMario Cooper Michael Kolasa Gilbert Nesmith
Slav Bi Conari-Bumert Rusty Jowell
North Carolina Maryland South Carolina

George Jernigan Samuel Lasala Fd Olfert
Rusty Jewel Geneser Gener Rick Alig
South Carolina Missouri Manitoba

треда сайы 2008 WL come Tuer

Muijugal Sukhbaatar
Gleb Онионву
Mininippi

Sergey Tovmenka
Ronald VanWoesik
Ohio

Ryan Wilkie
David Cohen
California

Ernest Wilmoth
at Shehan
Alabama

Harrisburg, РА

Calgary, AB

Concord, CA

Houston, TX

Salt Lake City, UT

Kailua, HI

a
AIL

Ft. Lauderdale, FL

Woodridge, IL

Concord, CA

Los Angeles, CA

ihe October 2004 WE Come Together
igh Tage

September Production

All Time Record to Beat

Month: $51,235 Net ALP Marlon Underwood

1. Matthew Hogan $24,293 71.3 | Frederick Hadayia Durhon Oldham

2. Theresa Bellajaro 23,880 77.7 | Brian Traboulay Rick Alig
3. Upinder Bhinder 23,266 75.1 | Melinda-Rae Lyse Rick Altig
4. Howard Heron 19,522 100 William Cook
5. Ruben Soberanes 19,276 718 | Doreen Ryan-Foti
6. Marlon Underwood. 19,085. 69.3 | Marlon Underwood
7. Charles Riggs 19069 | 100 Alfred O'Connor Steve Greer.
8. Beth Snow 18,872 96 Curt Snow Jatoft-Foti.
9. Haylee Nye 18,705 | 97 Dustin Miller ‘Altig-Orlovie
10. Edwin Flores 18273 77.2 | Micah Cohen David Cohen
11. Stephen Perotti 18,135 73.3 | Roger Johnson Jatoft-F
12. Rudi Camenzind 17,694 89.8 Ik Graham. David Cohen
13. Lance Brown. 16,485 814 Steve Hartman
14. James Davis 16,196 | 89 Alex Roland Chris La Fond
15. David Lesure 15,624 85 Kevin Surles David Zophin
16. Timothy Cruise 15,588 80.5 wen Jakubczak Bob Olson
17. Max Quasem 15,469 83.5 | Erik Graham David Cohen
18. John Martin 15,465 720 | James Logs Robert Hughes
19. Steve Foti 15,245 68.0 | Steve Fo Jatoft-Foti
20. Omar Hashimi 15,053. 69.8 | Steve Foti Jatoft-Foti
4 Percentage of Net to Gross
YTD Production
Name Net АТ Rtn M SGA
1. Timothy Cruise $167,165 80.5 | Steven Jakubczak Bob Olson.
* 2. Carla Miller 146,274 85.6 | Carla Miller John Akers
* 3. Marlon Underwood 141,005 69.3 | Marlon Underwood Bob Olson.
* 4 Matthew Hogan 129,008 71.3 | Frederick Hadayia Durhon Oldham
* 5. Ruben Soberanes 122,405 71.8 | Doreen Ryan-Foti Jatoft-Foti
t 121,467 83.5 | Erik Graham. David Cohen.
s 120,256 71.2 | Denise Gilbert Bob Olson
* 8. Steve Foti 116,277 68.0 | Steve Foti Jatoft-Foti
* 9. Daniel Potilechio 115,730 84.5 | David Wang
* 10. Robert Ulreich 113,448 90.2 | Roger Johnson Jatoft-Foti
11. Lance Brown 113,412 814 Steve Hartman.
12. Pablo Pirela 111,333 814 | Denise Gilbert Bob Olson.
13. Victor Quimson 75.9 | Steve Foti Jatoft-Foti
14. Mary in Gaelic 107,961 76.0 Steve Friedlander
15. Anthony Mele 84.2 Durhon Oldham
16. Arkadi Nulman 86.3 | Kathy Mann David Cohen.
17. Alex Bluhm 105.135 783 | Roger Johnson Jatoft-Foti
18. Scott Keeney 103,895 75.3 | Frederick Hadayia Durhon Oldham
19. Scott Remmey 102,243 83.7 | Jeff Dinocento Eric Giglione
20. Omar Hashimi 101,820 69.8 | Steve Foti Jatoft-Foti

А Percentage of Net to Gross

рейды october 2004 ВВ Come Together

= Company Anniversaries

Happy Anniversary!
Thanks for alf you do. Congratulations!

Labor Advisory Board

American Income д»
National Income Proudly Presents

32 Years of Service 7 Years of Service 2 Years of Service 1 Year of Service Cont.
Pater Nielsen Brenda Carson. Mack Bell Ronald Hartwell
á ai Carla Miller Joseph Callahan Matthew Hogan
24 Years of Service " : Randy Clem John Keiderling
Patrick Coughlin 6 Years of Service Joseph Coursey Jebadiah Kilmer
Eric Giglione Carl Boldon Brenden Determann Salvador Luna
Anthony Christman Carlos Espinel Jason Mayer
22 Years of Service Pamela Drury David Farraway Matthew Melhor
Rick Altig Benjamin Mancillas James Frey Justin Miller
ин : Mary Ann Gaelic Corey Neff
19 Years of Service 5 Years of Service Christopher Georgiadis Pete Pels
"Ted Schilling Steven Jakubczak Frederick Hadayia Christopher Pepin
Р David Zophin Robert Hunt Ashara Pharms
17 Years of Service | Todd Johnston Pablo Pirela
Angeles Ordas 4 Years of Service Muhammad Khan Kara Ray
ee Loreen Baloun Bradley Kulak Shawn Richmond
13 Years of Service Daniel Blair Jason Mollo James Sak
David Hausman Timothy Fare Becky Ramirez ‘Chris Schuckman
James Palmes Jerald Muhammad Jonathan Rischitelli Rebecca Shandrow
inzhou Zhao Eric Neal Parminder Sihota ‘Thomas Spight
um Marlon Underwood Michael Snow Kevin Tawzer
12 Years of Service PA Karl White Frederick Ullrich
Janice King n Tv Roddy Yamachika Edmondo Verrico
"m Linda Amante Darren Wakefield
11 Years of Service Kevin Appasamy 1 Хеаг of Service James Worf
Douglas Bauknecht Robert Bingham Laura Adams Larry Wright
м Matthew Dahler Maurice Bailey Erin Zi
2 Years of Service Eric Grier Luann Baxter
Roger Hotz Joseph Larsen Dallas Bennett
Kobina Sekyi Brin Neal Sandra Carlson
a Clay-Nghia Nguyen Donald Fletcher
Demetrius Peete Preston Foster
Erie Dionne Dustin Raaum Benjamin Foti
Joey Kennedy Bonnie Garcia

Cynthia Lebrun-Yaffe

"Thomas Hall

рейдде octeber 2004 ВВ Come Tagether

A New Labor Advisory Board Member

Maintenance of Way Employes (BMWE), has been
animously elected to the Labor Advisory Board.

Mr. Simpson previously served as acting presidi
the retirement of his predecessor, Mac А. Fleming.
‘The BMWE is an international railway union serving the
workers who build and maintain the tracks, bridges, buildings,
and other structures on the railroads in the U.S. and Canada,

t following

Mr. Simpson was first elected as an international officer of the
BMWE as grand lodge sccretary-treasurer in July of 2002.
Prior to being elected sceretary-treasurer, Mr. Simpson served
as general chairman of the BMWE' Allied Eastern Federation
(AEF). He began his railroad career on April 3, 1974,
out on the Louisville and Nashville Railroad where he gained
seniority as a track repairman, machine operator, assistant

foreman, and foreman in the track department. He also
worked on the traveling rail, tie, and surfacing gangs as well as
a section gang.

Before being elected as general chairman of the
served numerous other clected positions beginning as local
chairman for BMWE Lodge 671 and continuing on as a joint
protective board member, vice chairman, and general chairman
of the former BMWE Dixie Federation. Simpson also served
in elected capacities as general chairman of the Southeast
System Federation, secretary-treasurer, and first vice chairman
representing the AEF.

Simpson

We welcome Mr. Simpson to the Labor Advisory Board and
are looking forwrd to a long and prosperous partnership for
many years to come.

Congratulations!

рейди October 2004 WH Come Together 5

б?

September Production

2, Scott Keeney

Harrisburg, PA

All Time Record to Beat

Month: $43,409 15: Yr. Gino Tanzif

Harrisburg, PA

— Supervising Agents

Month: $68,050 Net ALP Mary Ann Gaelic |

Ти Мер NG Rm ИИ МСА SGA
Agent Agents
1. Matthew Hogan | $42,740 | $67,033 4 | Frederick Hadayia | Durhon Oldham
2. Scott Keeney 39,739 | 487% 4 Frederick Hadayia | Durhon Oldham
3. Corey Neff 30,376 31,321 4 | Dustin Raaum
4. Ricky Thompson 28,178 31,207 4 Barry Dillah.
5. James Larkin 19,794. 23,064 5 "Theodore Pappas
All Time Record to Beat
YTD Production YTD: $266,978 Ist Yr, Mary Ann Gaelic YTD: $443,893 Net ALP Mary Ann Gadic

Name

1. Scott Keeney
2. Matthew Hogan
3. Corey Neff
4
5

Steven Sequeira
. Eric Bailly

NetALP NG Rtn

$136,506
119,928
116,105
105,832
99,282

$242,022
218,599
204,696
156,907
136,733

# 1st Yr
Agents

vvas

MGA

Frederick Hadayia
Frederick Hadayia
Dustin Raaum
Maurice Davies
Dustin Raaum

SGA

Durhon Oldham
Durhon Oldham
Rick Altig
Steve Friedlander
Rick Altig

Supervising Agent selection guidelines for recognition in the Spotlight are as follows: Mast Arue one Fist Varr Agent cadad and meet ll prdction requirements

рейди october 2004 ВВ Come Together

. Tracy Haden
Houston, TX

4, Diane Cari

Edison, NJ

All Time Record to Beat
September Production L [Mont $1745 tY: Ese Ne

. Jose Sanchez
. Horace Johnson
. Tracy Haden
. Diane Carrion
. Michael Kowatch
. "Tamara Ford

7. Danielle Holmes 26,978
. Allan bert 25,955
. Frank Sommers 23,889
. Jeffrey Oakman 23,799

$36,133
34,651
33,005
30,809
30,043
28,039

# Ist Yr

Agents
$36,867
44,311
42,295
34249
32,890
45,588
32,869
40,322
30,625
26,130

Ft, Lauderdale, FL.

Kowatch

South Bend, IN

All Time Record to Beat

Month: $111,262 Net ALP Eric Neal

David Wang
William Cook
Alfred O'Connor
David Hausman
Marlon Underwood
Robert Dunn
Joshua Goodman
Denise Gilbert
Dorian Oldham

Bob Olson
Tom Williams.
Steve Greer

ric Giglione
Bob Olson.
Marc Morton.
William Jennings
Bob Olson
Durhon Оһ:
Williams-Williams

All Time Record to Beat

YTD: $489,120 1st Yr. Eric Neal

All Time Record to Beat

YTD: $864,620 Net ALP

General Agent selection guidelines for recognition in the Spotligh are as follows: Mit дате fo First Your Agents coded and mee all production requirements

рейди October 2004 WH come Together

Leadership Development

American Income and National Income —
Helping You Discover Your Leadersbip Potential

As а business owner, each independent contractor can choose the level of
success they want to achieve. American Income and National Income
periodically sponsors a Leadership Development Seminar to pr
information and tools to Managers who want to build their businesses and
expand their leadership roles and abilities. Some of the best leaders in the
‘Company, our State General Agents, who ha
as well as other speakers are brought in to provide insight and guidance
that is invaluable to attendees who are eager to learn

а proven history of success,

‘Topics such as Recruiting for Growth, Developing Leaders Key the to
Your Success, Making the Transition — Personal Producer to Lead
Quality of Business, and M
as covered in the seminar.

naging the Sales Week are just a few of the

Most of a Seminar gives Managers a
chance to get refocused on growing their Agencies. Tt also allows them
to solidify their belief in American Income and Nation

the Leadership Developme

Income. More

importantly, it gives them the tools they need to make the most of their

potential.

We encourage those who are interested in taking their business to the next

level to inform their SGA of their interest in attending a future seminar.

You have nothing to lose and everything to ga

‘Take a look at what the last class of graduates from the Leadership
Development Seminar had to say about their experience!

“My experience helped me get a better ш
a successful Manager does, and how being more consistent in
implementing what I learned at LDS will assist me with my
long-term goals at American Income."

"Thanks again for putting or
the Leadership Development

intastic production for us at

nar. I don't think I have

ever been better equipped to face the challenges before me,
T have never been more excited to face the trials that lay ahead.
Don Wold

“The Leadership Development Seminar helped me get a better
understanding of the recruiting process and the major role it
plays in the growth and development of my Agency."

Kathy Longbran

“The Leaderhip Development Seminar taught me that my
mind set is everything. Attitude follows right behind, and
vision will show you the light. 1 will be thrilled to apply my
newfound knowledge.”

Ryan Wilk

рейди October 200% WH Come Together

Exciting Topics to Expand Your Knowledge and
Help You Expand Your Leadership Skills:

+ + + + + + + + + + + + + + + + +

Апа Much, Much More!

Making the Most of Your Opportunity
Recruiting for Growth

The Recruiting Process

The Agency Resource Center
"Opportunity Unlimited"
Management Reports

Leads — Your Most Valued Asset
Lead Sources and Referrals
Maximizing Your Agents’ Potential
Field Tr

Quality of Business and Agent Retention

Coaching Your Team

John Maxwells 21 Laws of Leadership
Making Success Happen

Playing to Your Potential

Recruiting 101

Nine Characteristics of an Emerging Leader
Values of a Great Sales Meeting

Opportunity is Knocking; How Will You Answer?

get october 2006. №

Master General Agents

Harrisburg, PA

2. Dustin Venekamp

а Rosa, CA

| \ ||

б.)
CER

| All Time Record to Beat

September Production Month: $190,653 1st Yr. Slav Bitman

1. Frederick Hadayia $136,310 $165,103

m Bianchi

Rochester, NY

All Time Record to Beat

Month: $250,859 Net ALP Jim Bianchi

Durhon Oldham

YTD Production YTD: $1,705,178 1st Yr, Slav Bitman
|
|
mre $859,519 76.
* 2. Frederick Hadayia 683,428 732
* 3. Jason Mollo 607,906 69.1
| * 4, Dorian Oldham 594,786 764
* 5. Dustin Venekamp 571,792 70.8
6. Kevin Surles 563,216 618,287 68.4
7. John McCreary 524,026 702,657 678
8. Joshua Goodman 489,584 599,678 705
9. AJ O'Connor 489,314 624,294 72.6
30. Erik Graham 437,846 1,060,789 780

2, AJ O'Connor 130,924 158,187 Steve Greer
3. Dustin Venekamp 111,238 110,581 Orlovice
4. Jason Mollo 90,580 83,640 69.1 13 | David Zophin
5. Jim Bianchi 83,410 143,663 765 17 | Durhon Oldham
6. Kevin Surles 71450 72,042 68.4 17 | David Zophin
7. Barry Dillah 70,658 69,967 687 19 — | Bric Giglione
8. John McCreary 67,797 79,796 678 18 | Furer-Whittinghill
| 9. Marcus Smith 60,189 68,088 676 15 |James Surace
10. David Wang 57,673 92,069 76.7 16 — |BobOkon
All Time Record to Beat All Time Record to Beat

David Zophin
Durhon Oldham
Altig-Orlovie
David Zophin

Furer-Whittinghill
William Jennings
Steve Greer
David Cohen.

‘Master General Agent selection guidelines for recognition in the Spudight are as follows: Must Ae fur Fiat Yaar Agents adel and meet all prediction repirement.

м dpellght october 2004 WE Coma Together

_ Bonus Page _

$Show Me the Money$

Retention Bonus*
Qualifier SGA Bonus Amount
Theresa Bellajaro. Rick Alig $4,537.20
‘Matthew Hogan Durhon Oldham $4,234.98
Upinder Bhinder Rick Altig $4,191.52
Rudi Camenzind David Cohen $3,538.80
Edwin Flores David Cohen $3,471.87
Stephen Perotti. Jatoft-Foti $3,233.91
Ruben Soberanes Jatoft-Foti $3,227.92
Lance Brown Steve Hartman $3,132.15
Max Quasem David Cohen. $3,093.80
Marlon Underwood. Bob Olsen $3,053.60.

Frederick Hadayia
AJ O'Connor.

Jim Bianchi
Dustin Venekamp
Jason Mollo
Doreen Ryan-Foti
Bill Cook

Dorian Oldham
Barry Dillah
Dustin Baxter

Total Retention Bonus Paid: $517,085.21 483 Producers Qualified

Leadership Bonus*
SGA

Total Leadership Bonus Paid: $226,433.47 128 Managers Qualified.

Bonus Amount

Durhon Oldham $15,035.93
Steve Greer $10,822.40
Durhon Oldham 87,524.87
Altig-Orlovic $7,246.07
David Zophin 3711177
JatofF $6,158.94
Tom Williams $5,826.10
Durhon Oldham. $517.71
Eric Giglione $4,961.82
Geneser-Geneser 5477536

PR Bonus*
SGA

Qualifier Bonus Amount
Mark Gagliardi Jatofi-Fori $1,891.33
AL Will Josh Chalom $1,782.27
Vivian Dwyer ‘Altig-Hlay $1,479.20
Malka Arony Steve Hartman. $1,240.16
Rona Pileggi Spano Bob Olson 589936
Becky Cutler Bill Jennings $769.80
Richard Case James Surace $747.92
Susan Gilbert Bob Olson $717.48
Joseph Galusha Durhon Oldham $715.70
Kenneth Altizer Mare Morton $695.70

Total PR Bonus Paid: $22,559.32 41 PR Reps Qualified

* Only the top ten qualifiers in each bonus category are shown. А full list of bonus qualifiers is provided оп
the inserts accompanying this magazine.

райы october 2008 Шо Come Tagether

Public Relations News

Mark Gagliardi with the Jatoft-Foti Agency
Named Labor Activist of the Year

a SF

American Income and Nationaldncome’s
First Eder PublicRelations Summit

We are excited to announce our first ever Public Relations Summit Meeting to be held in Waco,
Dec, 10-11, 2004. Never before has our entire PR Team been gathered together all in one place
nd train for a phenomenal kick-off for the new year.

to plan, strategize

Summit Overview:

Day one kicks-off with discussing our vision and mission for 2005, Our guest speakers will
include the Honorable Jim Wright and OPEIU Local 277 President, Becky Turner who will
punctuate the day.

Day two will feature our Founder and Chairman Emeritus, Mr. Bernard Rapoport, an
introduction of a brand new PR Development Resource, and a series of educational sessions

certain to peak your success in 2005.

New Representative Training:

First year representative training is set for Thursday, Dec. 9 and is for all PR Representatives who
joined the PR Team in 2004. If you qualify for this category, you will wane to make travel
arrangements to arrive in Waco on Wednesday, Dec. 8, 2004.

‘To get a registration form go to wiuailife.com/Agency/PRIPR_Summit_%20Registration. pdf and
fax the completed form to 254-741-5770. Be sure to book your travel plans early!

Join us for two historic and unforgettable days as we build camaraderie, team spirit, and momentum
to move into 2005.

Plan for Your Journey to the Top!

феди tr 2001 Ш come Together

On Sept. 17, 2004, Mark Gagliardi, a PR Representative
with the Jatoft-Foti Agency, was named Labor Activist
of the Year for Contra Costa County at the AFL-CIO's
Labor-2-Labor Dinner.

Mark was honored after delegates representing over 80,000
union men and women in Contra Costa County voted to
recognize the work he does for his fellow union members.

Mark is a steward with OPEIU Local 277 and mai
food bank for striking union members. Е
in dozens of picket lines throughout California and can
usually be seen walking those lines with a bullhorn.

Mark is also known for the “Shoot for a Cure” charity
which raises money for the Leukemia/Lymphoma Fund.

Hon. George Miller, California State Congressional
Representative, honored Mark for this designation by
saying, “When union men and women speak about a
people like

revitalized union movement in our nation, it
Mark Gagliardi who represent that new spi

Mark joined American Income L ind OPEIU Local 277
in September 1999, In 2002, he me a Public Relations
Representative.

Mark is a delegate to eight Northern California Central
Labor Councils. In 2003, he was elected to the Executive
Board of the Contra Costa Central Labor Council.

In October 2003, Mark was appointed Chief Steward of
the Western U.S. for OPEIU Local 277.

Again join us in congratulating Mark on this most
distinguished honor.

рейди October 200% WL come Together ГА

CATEGORY I | SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION

1st Yr.

SGA Standard WY Hof кер NG Rtn.

State General Agents

Standard WY: of

Adj. Stdrd. Agent Adj. Stdrd.

Durhon Oldham $387,988 — $273,240 $646,935 766 $3,029,448 $1,912,680.

| | Geneser-Geneser 275,564 207,240 332,018 686 3047413 1,865,160
| | Bob olson 215,638 — 175560 з 3998 85 1060339 809/160 BI

| | EricGigtione 402572 347,160 116 547,299 75 3216744 3,736,920 86 463567
| [nitatis 680021 — 677160 30 — 119136 707 7415295 — 6,019200 x3 — $6074

CATEGORY II SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION

SGA Л. Standard ЧН. Of Wet ALP NG Rtn.

Steve Greer

David Zophin $195,844

1st Yr. ону. % of
Adj. Stdrd. Agent Standard Adj, Stdrd.

$96,360 203 $218,149 тол $1,358,021 $867,240 357 — $1,549,756
131,647 — 96360 137 1656 612 — 69AM — 806520 [] 950,350

irm Net ALP

CATEGORY III SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION
1st Yr. Qity. % of 1st Vr. Фу. % of
SGA Agent Standard Adj. stara, NetALP NG Rtn) Agent Standard Adj. stard, Net ALP
Vic Hancock 579856 $75240 25 131 $101,201 ПА $424,869 $677,160 25 М7 31052,43
James Surace ss — 7520 109 — 146766 725 741803 _ 650760 14132071
* Note: The Quality Adjustment is based on а five percent inerease of the Percent of Standard for each point an SGA is over the Company's aver-

те

age Retention rate given the SGA is also at 100 percent or better for YTD Percent of Standard. In addition, for ап SGA to be considered
as meeting minimum standard, the SGA must also be at 100 percent of First Year Standard including positive growth in Net ALP com-
pared to the previous year,

etait дани 001 № come Together

State General Agents _

CATEGORY IV SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION
ли. оу. %of 1st Yr, ону. %of

SGA Agent Standard Adj, stdrd, Agent Standard Adj, star, Net ALP

$89,992 $62,040 2 165 $144,215 718 $891,660 $558,360 20 380 $1,149,187

69,182 62,040 45 157 103,759. 764 620,398. 558,360. 45 156 1,032,397.

75873 62,040 10 132 124,726 69.4 675,522 558,360 10 131 1,081,588

NetALP NG Rtn.

CATEGORY VI SEPTEMBER PRODUCTION YEAR TO DATE PRODUCTION
1st Yr. ону. % of 1st Yr. ону. %of
SGA Agent Standard Adj. Stdrd. NetALP № Rtn. Agent Standard Adj. Stdrd. Net ALP
Slav Bitman $88,442 $18,480 479 582,563 98 $88,442. $18,480 479. $82,563

7 Note: The Quality Adjustment is based on a five percent increase of the Percent of Standard for each point an SGA is over the Company's aver-
age Retention rate given the SGA is also at 100 percent or better for YTD Percent of Standard. In addition, for an SGA to be considered
as meeting minimum standard, the SGA must also be at 100 percent of First Year Standard including positive growth in Net ALP com-
pared to the previous year.

pellit Octobar 2004 come Tuer в

Contributions

MONETARY DONATIONS

American Income & National Income

Gave $2,000 to the Guide Dogs of America Annual
William W. Winpisinger Charity Event.

‘Donated $2,500 to Martin J. Maddaloni Tribute Dinner.
Donated $2,500 to the Community Action Partnership.
Contributed $1,000 to the Texas AFL-CIO,

ick Altig Agency
Donated $1,000 to the Alaska AFL-CIO.

Gave $450 to the MGEU.

Gave $125 to IBEW Local 551.

Donated $500 to IBT Joint Council 52.

Donated $300 to NFLPN scholarship fund.

Gave $220 to the Memphis Labor Relations,
Contributed $160 to Bell South/CWA/United Way.
Gave $250 to the London District Labor Council,
Donated $200 to the Waterloo Regional Labor Council
Gave $900 to the ‘Teamsters.

Gave $200 to IBEW 659.

Contributed $200 to CJA 2851.

Donated $200 to Boise Central Trades & Labor Council
Gave $100 to Saskatchewan Snowmobile Association,
Contributed $182.83 to USWA 1938.

Donated $69.99 to RWAW 49,

Gave $149.99 to LIUNA 296,

Gave $129.99 to IBEW 125.

Donated $129.99 to CWA 7901

Contributed $89.97 to BBF 500,

Gave $79.98 to OPCM 55:
Contributed $79.98 to IBT 81,

Contributed $79,98 to IBEW 48.

Donated $79.98 to IAM Guide Dogs.

Gave $209.98 to CJA 2154.

Gave $209.98 to the AFSCME.

Donated $209.98 to USWA 6163.

Donated $199.99 to I 280.

Donated $500 to FCU.

Contributed $200 to IBEW Local 73.

Gave $100 to the Victoria Labor Council.

Contributed $100 to the Spokane Regional Labor Council.
Contributed $96.88 to the MGEU.

Donated $600 to UFCW 1995.

Rick Altig Agency Cont.
* Gave $100 to ATU 1505.

+ Gave $70 to IBEW 76.
> Contributed $100 to IUOE 612.

+ Gave $1,150 to the AFL-CIO.

= Contributed $500 to the Labor Management Conference.
= Contributed $175 to the CUPE,

+ Donated $100 to SOAR Chapter 2.

> Gave $175 to the Sudbury Labor Council.

* Contributed $500 to the Labor Management Conference.
* Contributed $1,000 to the Manitoba Nurses Uni
* Donated $80 to UFCW 832,

+ Gave $450 to the Teamsters 213.

* Contributed $500 to the IBEW golf tournament.

* Contributed $150 to the Alberta Fish & Game Association,

Altig-Hay Agency
* Donated $400 to the Virginia AFL-CIO.

Slay Bitman Agency
* Donated $400 to the North Carolina AFL-CIO.

Mark Hancock Agency
* Contributed $100 to the NE Indiana Labor Council.

+ Contributed $50 to the A. Philip Randolph fund.

Robert Hughes Agency

= Contributed $382 to the Union Community Fund.

jatoft-Foti Agency

> Contributed $2,500 to the California Labor Federation.

Jim Surace Agency
* Contributed $100 to USWA 2155.

* Contributed $50 to the Truck Driver's Union Local 407.

David Zophin Agency
* Contributed $1,500 to the Connecticut AFL-CIO,
* Gave $250 to the ULA.

* Gave $200 to IAM

ict 26.

Total $27,286.49

petiit october 2004 WA come Together

Take Control — Personal Recruiting is Key

‘As the seasons are changing and a chill is setting in
the air, football is in full swing, and the holidays will
be here before we know it. Given this, how many of
us will go and do holiday shopping or go out to eat
with friends or family? The reason I ask, is we all
will probably come in contact with several people who
will demonstrate the skills needed to be successful at
American Income and National Income.

The reason I point this out, is that time and time

agai
signifi

the retention numbers of personal recruits are

уйу higher than those recruited through

traditional methods — internet, job fairs, and

newspaper ads. I think this happens because you

take ownership of that recruit from the minute you
meet them. And from the moment they step into the
office, in a way, it is you "vouching" for how good ће
opportunity is. Plus, you will personally back up the
information and career promises you make. Therefore,
you take a vested interest in their success. In turn,
the new personal recruit is focused on not letting you
down. They want to make sure you never rethink

the choice you made in them, or in choosing them to
work for this Company.

Аза Manager with American Income or National
Income, you should always challenge yourself to be
sure that during the last quarter of the year you will
bring in at least one personal recruit.

"Think about that commitment. If every Manager sets
that type of goal, you would see Agencies grow across
the board. Not to mention that the retention of those
Agents would be outstanding,

T understand that everything, or almost everything,
at American Income and National is driven by some
type of bonus, whether it be the Retention Bonus, the
Leadership Bonus, or Convention, There is always
something driving all of you to reach your goals. So
why should personal recruiting be any different?
‘This is why, Lam proud to announce, beginning Jan.
1, 2005 we will have in place a Personal Recruiting.
Bonus. The details are still being fine-tuned and in
the next two issues of Spotlight we will explain in full
detail how this Personal Recruiting Bonus will work,
and how you can ensure to get in on this bonus.
Recruiting and retaining Agents in your hierarchy is
the key to your development as a Manager. Putting
the retention numbers in your favor by making sure
you are personally recruiting along with all of the
other traditional methods will ensure you grow as a
Manager and continue to take your career to the
next level.

Be sure and watch over the next two months for
complete details on the

NEW PERSONAL RECRUITING BONUS!

рейди october 2004 Ш. Come Tuer 21

PR Representatives PR Representatives ______

N. Royalton, OH

Category А = SGA categories one and two. Category В = SGA categories thre, fou, five and six. Category C » Top numberof group credits signed from all
SGA categories, Public Relations Manager selection guidelines for recognition in the Spotlight areas follows: Must ave we PR Representatives coded and met all
prodction reuirements. Also; please note, the numberof leads will be used to break а tie in Category С.

Kelly Bittle
Maumelle, AR
$
=

Spotlight October 2004 WA came Ter petlight сае 2004 Wi Come Ter 2

Public Relations Bonus

Qualifier:

Marian Crawford 49.
William $509.
Brenda E
Mario Soljan.
Brend 393.
Churles 3.1
ШЕШУ
Christie | 8355.1

Lou Nell Busby
Gabriella

Klett

Geor

Leadership Bonus
September Bonus Qualifiers

pov поз = Рот simao Cabriel Herander sman
lid O'Connor mor пазл Беу 225736
Jim Bianchi $7,524.87 Kevin Appasamy $1,619.57 Michael Zorn $283.80
[онн $724607 Mathew logan sion RandyDowms mm
Jason Moto rm 5157670 Renier pom
Doren Ft yan ызам Andvow Fike TISSU Benjamin Farias элө
ll Cook 4552610 Ryan Wie 5155886 Dennis Cedeno ET
Dorian Oldham зл Brandon ko sso ZacharyFaail s2913
any Dias 3496182 Jerald Mohammad sss Deom Philips sun
Dorin Bener #477536 Бак Keeney sisao Donsie Ма 125209
Cot Sow задат. Olen Thompson nm 25247
Kevin Suter 3422 Witam Mani 5139558 Chad Cannella эзялз
peer моюн О Horcejohuson P4 Vincent Fee 25089
Joia Goodin 3392655 Tiny lle m— Ras Meshow "T"
James Logan. 5378354. Willie Hayden $845.03 Concelor Davis $246.94
David Wang $3,673.09 Corey Nel $819.93 Tommy Oh 324630
Mex Roland юз? ChnopherFave юе Timothy Crk m—
Dosis Roms юан DianeCarion sso Pen 12636
preis m ma Seon Zot —
зана Bergh me ‘won King кз
Steven Jukubezak. $3,098.18 Mencluo Perakis $23724
Marlon Underwood $3,071.62 Wole Ajala $235.44
Christopher Hernandez $3,066.96. Jedidiah cort. $232.96
Hal Herman. 9303678. John Keiderting $228.47
Linda Amante $2,998.93 Mary Ann Gaelic. $227.34
ить ож Nera Leoni зәл?
Kouassi Appiah $2,955.46 Howard Wilson. $192.63
Matt Doak 11114 Wer Fider m
Vedran Pine юзе Joanita Dower sisom
David Hausman n anil Hones sisan
Doy Wold 230409 [кт m
Marc Rosen mo a En таз
и me

Marci Sith vana

Matthew Wolfanger $2,449.45

John McCreary $2,415.31

Theodore Pappas $2,402.77

Micah Cohen $2,396.19

Cha oes 1230056

Cu Miter sanss

peii me

Richard Spicer me

Мене Sinnen me

Phi Pas 3200464

[ro siss

John West "m

Meigen "mo Total $226,433.47

Daniel Pavel. 51,845.09

QUALIFIER BONUS _ Аан

QUALIFIER
Co one —— — WE
| Mathew opin roce orete E
к бн йил
| Rid amend anon ier Sws «n
Кз aac usd Simo se
Stephen fem ‘nay odore йл "mm
les Soberanes Thomas fede Яш
ты р
poo ка ла mue
Maron Unde ‘Sinton Sima
КЕСИ pim] Sus ww
Teteres po ime so
Jan КЕЛ Sima ш
end Pos pro Somn un
Hemari en нету b
iuo ps Samet Hay sima
тропе ‘tern ten йш
nun anos Kenaa febern. НКИ
pori КРГЕ Sums
Dan thornton 4 ть ШТ
Атим! йиш Tos Sam уюл Many
7 БУ 09
Шил уш) | мшаз пше Мату
фини злой Лива Sena t Sater
паш Sn Ger Tem ma суме
Pri ot Wa бшш
pod foule wader Seah Sco
Joshua Goodman Er] pe qs биюне»
pore поя бошко СИЕ San en sun
Concer Davis 810 дом | Mathew Wollanger SUID Kemeth Stinger
Sahu thao man redes id prre
fey Mon Hess ип» Doug aunt nan Car
КОНЯ Sims for Wma КИШ
Man Gien шал үс 170. бзш»
ос ‘Sins си) ct “Nina sgh
Sect orion DOM MEE m Da hon
per Suh» im |o опен sous Nine
Duni faraway Swa ук» Пет ‘atm Chie
Marta бром Soma Hone wat Sunn lemn Snowden imus
fone ow M anu Mong gen тилн ston | Denese ms юв
en ee Шин рай [ro inn Deni hath Pn]
ander irs = И Carnal Sus
тим Sass Karen nogen Tuan Tor tun E
fervore on Gone. йй sua Позы ims тю
м Sonu гена лла Steen oe бен ma
por Sonn arie none йил уя Mobs fas юв
ial Vienne fama E Dionna пня Jame aids $us sn
May on Gaelic UND mw О Хатта ШИН pmu m mus пиз
Dana eee Swan AMS) | Cheaper Cummings Suum Mar buts уш
takin nea dms от йлы ilum cordon ima
Mee iim Sonn en cole Simm Vae souner po
Pado juna иим наве fusus tina Pot ms mn
Meet hon fuan Я Simu ун Reber Tierney ima
ki Maa ТИШ: n
ES ши Bd эки “уййн fum
Cao Mir pos Зока Wen ss
Зоны: Hoe нил зант pom ims
teven Zenan suma п Benam tatas ten Siong form
Mace Daves iuum Simm зыш Чиймеде ima
Panew tan jns Бе оош К
Sin Stary Eom] Peer Ouen im ima
dimer Schneider Suum “Rane aris "isa Done E
Diae Rese ЕЧ ЕЯ ЕЕ b
po] dus | St Caen ont ima
Thomas атомы фиш Бри ие moms
ote Seser йн шм Raymond oot ‘onan dow inn
Tandy Downs sUn imt | Зита Thoma Hedges Sa
i ins тиден ‘Mae ier
ART nar E iu
Catton Lear йил awe eligen E
Father Loughran Suma sma castam p Soa
тьму Siam obe ow Gomes ius Aster E
Mates cnet Ed pestes che edad E
tel on Siam [n ees E]
nante [т salen den Eni
fud Re ina ка быш RIN
Neha Sepolesa Е Гена ня шту b
Bartana omer Suna Meisten pere p
анис Tua и шыш p E]
lotam одре fux putet swn | May Mood ўил
proce finan sum | кишилеу bry ae E
Je pana Sunu л) Mesa pue El
dieu ano ИШ Тиба к n
ть абон пал poc imn gua Mande ий E]
РН Susa ры Е Er
perse Tan suas | | frani Doung fine Беа ят
Devi aret ped 74 нюз уи ашт neo
[o йв | Nosh abu Ка Es
peers ism mn kait йш» smn Dond Goodman Eri

рее сәне 2004 Щ Come Together

Er
E
Ar eon

Е
| Блант
yin
774
ШЕ

Toda Freeman
ting

Salon
Stephen
Ahr
| | Giorgio saracena
Ted tison
Glenn Van de Sande
"endo

tnd cheney

found

| etn

ear

| | Deborah Poninghoue
Б

[ee 23
ronda sco
| | Emeraude valenciano
MEUM
alan stint
Thomas Hanis.

| Paul Gouela
Amber Cooke
Ananda Nathoo
Maria Torres
КЕЛ

Mute
Yen Montgomery
Michael son
Shen Wlan
lora Kraker

Е
ee
c

иг
шш

К
кати

‘Abert Oar
FyanEhoth
Donald зулаа
eder ich
“Marketer

Jefe Ahrens

John Reson
КО
Manuel Anador
Rodney Husmann
Samuel Mendelsohn

$517,085.21
| melMM —

$17,191.91

Internet Archive Audio

Featured

Top

Images

Featured

Top

Software

Featured

Top

Texts

Featured

Top

Video

Featured

Top

Mobile Apps

Browser Extensions

Archive-It Subscription

Save Page Now

Full text of "Spotlight Magazine"

See other formats